Grow & Tell (@grow_and_tell)

How do you protect your sales team from AI job loss? According to Dini Mehta, GTM Advisor and 2X CRO, the headlines focus on job losses, but new roles are quietly being created to manage and direct AI agents. Her take: agents are essentially junior employees. You still have to manage them, which means you still need people — just with a higher span of control. The headcount doesn't disappear. It evolves. Watch the full episode → link in bio #SalesLeadership #AIinSales #RevenueOperations #FutureOfWork #SalesStrategy #GTM #AIAgents

Are SDRs going away in the AI era? According to Dini Mehta, GTM Advisor and 2X CRO, the role isn't disappearing — it's splitting into two very different futures. Activity-based SDR is dead. Spray-and-pray sequencing is gone. But the SDR who makes calls, experiments with channels, builds account strategy, and knows how to navigate an org? That person becomes more valuable, not less. Her longer-term hypothesis: agents handle the specialization, which frees humans to go back to a full-cycle, generalist model — owning pipeline and close under one roof. Watch the full episode → link in bio #SalesLeadership #SDR #RevenueTeams #AIinSales #SalesDevelopment #FutureOfSales #B2BSales

What does a great sales hire look like in 2026? According to Dini Mehta, GTM Advisor and 2X CRO, the core traits haven't changed: curiosity, coachability, adaptability. But the AI era adds a new layer. The new rep is part consultant, part operator who's comfortable with tools, part product expert — a systems thinker who treats agents as coworkers, not just software. And perhaps most critically, learning velocity. The market is moving too fast for slow adapters. Reps who can absorb change and pivot quickly will outpace those who can't. Watch the full episode → link in bio #SalesLeadership #AIinSales #RevenueGrowth #SalesHiring #GTMStrategy #SalesEnablement #FutureOfSales

Who should own AI on your GTM team? Nobody's sure, which is what makes selling AI to GTM teams so hard... According to Alex Kracov, CEO at Dock, the buying process is fragmented by design. Enablement, ops, a random sales leader, a curious rep — everyone has opinions, but ownership is inconsistent across every org. His workaround: find the hidden AI specialist inside the company. That person exists almost everywhere. Get in their workflow, earn their trust, and let them pull you in — rather than trying to navigate a committee that doesn't have a clear decision-maker yet. Watch the full episode → link in bio #SalesStrategy #GTM #AIinSales #RevenueLeaders #SalesEnablement #B2BSales #SalesTech

What most sales leaders get wrong about AI: According to Dini Mehta, GTM Advisor and 2X CRO, most leaders automate the admin work and then fill that time right back up — and that's the wrong instinct. Efficiency should mean more impact per person, not more work per person. The real opportunity is using AI to eliminate the painful admin nobody wants to do, then giving people back the space to be creative and figure things out. More output shouldn't mean more hours. It should mean better outcomes. Watch the full episode → link in bio #SalesLeadership #AIinSales #RevenueLeaders #SalesStrategy #FutureOfSales #GrowAndTell #SalesEnablement

What's the job of a sales rep in the AI era? If your answer is "share information about the product," Dini Mehta, GTM Advisor and 2X CRO, thinks you're already failing. The information advantage is gone — buyers know your product, your competitors, and your pricing before you show up. Her reframe: your job is to facilitate the decision. What buyers can't get from a Google search or an AI tool is a trusted advisor who genuinely cares about their outcome. The best reps lead with that. Learning the customer's world and building real trust aren't soft skills — they're the actual product you're selling. Watch the full episode → link in bio #SalesLeadership #RevenueGrowth #AIinSales #SalesStrategy #B2BSales #GTM #SalesEnablement

What should AI never touch in your sales process? According to Dini Mehta, GTM Advisor and 2X CRO, the human interface is still the core of sales: building trust, representing your business, and helping customers buy. Where AI earns its keep is in the context layer — research, data enrichment, call summaries, and CRM hygiene. That frees sellers to focus on the one thing AI can't replace. Watch the full episode → link in bio #SalesLeadership #AIinSales #RevenueOperations #SalesEnablement #GTMStrategy #B2BSales #SalesAI

Are hypergrowth stories like Cursor and Lovable the new normal? According to Dini Mehta, GTM Advisor and 2X CRO, the viral narratives around $100M ARR in two months are masking a harder truth: retention and post-signup value are still unsolved problems for many of these companies. Experimental budgets make it easy to acquire revenue right now. Keeping it is a different story. Her take: benchmarking your growth expectations against category-defining outliers is a mistake without understanding the underlying mechanics of those businesses—even as overall growth expectations have permanently shifted upward. Watch the full episode → link in bio #SalesLeadership #RevenueGrowth #StartupGrowth #PLG #AIStartups #CRO #GrowAndTell

What's changed about building GTM in the AI era? According to Dini Mehta, GTM Advisor and 2X CRO, the best founders today treat it like a design and systems problem: map the system first, add headcount last. That shift has raised the bar for talent significantly. Teams are smaller, hiring is slower and more deliberate, and the days of "just add reps to get revenue" are over. Watch the full episode → link in bio #SalesLeadership #GoToMarket #AIinSales #RevenueOperations #GTMStrategy #SalesStrategy #StartupGrowth

The CRO who scaled Lattice to $100M+ ARR is sharing what AI has actually changed about running a revenue team. Dini Mehta, GTM Advisor and 2X CRO, joins the show to challenge how sales leaders think about headcount, hiring, and the SDR role in an AI-native world. You'll hear why headcount should be your last lever—not your first, what's really left of the SDR function, and how to lead a team through the uncertainty AI brings to sales careers. Watch the full episode → link in bio #SalesLeadership #RevenueOperations #AIinSales #SDR #SalesStrategy #B2BSales #GrowAndTell

New AEs shouldn't wait until day one to start prospecting. Corine Varga, Global Head of Revenue Enablement at Uber for Business, shares how her team flips the onboarding script — by warming up leads *before* a new hire's start date. By the time an AE walks in on day one, they already have prospects ready to contact. That head start compresses time-to-first-opportunity and removes the discomfort of cold outreach in an unfamiliar environment. Watch the full episode → link in bio #RevenueEnablement #SalesEnablement #Onboarding #SalesLeadership #GTM #B2BSales #EnablementStrategy

Sharing rep performance data with managers during onboarding helps build enablement credibility. Corine Varga, Global Head of Revenue Enablement at Uber for Business, runs monthly "new hire flash" reports that give managers real-time visibility into how their cohort is tracking at 30, 60, and 90 days against minimum performance expectations. The insight cuts both ways — flagging reps who haven't completed onboarding and spotlighting the ones already outpacing expectations. That transparency is what turns enablement from a support function into a true management partner. Watch the full episode → link in bio #RevenueEnablement #SalesEnablement #SalesLeadership #Onboarding #GTM #EnablementStrategy #SalesPerformance

The hardest part of moving from IC to global leader isn't the strategy — it's breaking the habit of doing. According to Corine Varga, Global Head of Revenue Enablement at Uber for Business, the most critical shift is learning to pause before executing and ask: *is this the work we should even be doing?* That discipline — stepping back from tactical output to connect work to business priorities — is what separates managers from true leaders. It's also what enables your team to operate with strategic clarity, not just productivity. Watch the full episode → link in bio #RevenueEnablement #SalesEnablement #GTMLeadership #EnablementLeaders #ICtoManager #GlobalEnablement #SalesLeadership

Want to move from IC to leader? Always bring a recommendation, not just a problem. According to Corine Varga, Global Head of Revenue Enablement at Uber for Business, having a point of view is one of the clearest signals that someone is ready for leadership. It's not about having all the answers — it's about showing up with a perspective and a proposed path forward. That habit, practiced consistently, is what separates ICs who get promoted from those who stay stuck waiting to be asked. Watch the full episode → link in bio #RevenueEnablement #SalesLeadership #CareerGrowth #EnablementLeaders #GTMStrategy #SalesEnablement #LeadershipDevelopment

If you measure enablement with adoption metrics, you're leaving the real story on the table. According to Corine Varga, Global Head of Revenue Enablement at Uber for Business, adoption is just the starting point — the real question is whether a tool or initiative is actually changing seller behavior. She tracks a clear progression: adoption, time savings, then performance indicators like conversion rates and ramp time. If it's not moving the needle, it's not worth the investment — or it's time to rethink the approach entirely. Watch the full episode → link in bio #RevenueEnablement #SalesEnablement #GTM #SalesLeadership #EnablementMetrics #SalesPerformance #UberForBusiness

AI could have made Corine Varga a better seller years ago — and it can do the same for your reps today. According to Corine, Global Head of Revenue Enablement at Uber for Business, one of the hardest parts of selling is walking into conversations with unfamiliar personas and having to build credibility fast. She didn't know investor relations. She had to learn it the hard way. AI changes that equation — reps can now compress weeks of persona research into hours, then simulate real conversations to build confidence before they ever get on a call. Watch the full episode → link in bio #RevenueEnablement #SalesEnablement #AIForSales #SellerProductivity #SalesTraining #GTM #EnablementLeaders

Want to be a great enablement leader? Stop taking orders and start driving outcomes. According to Corine Varga, Global Head of Revenue Enablement at Uber for Business, the trap most enablement leaders fall into is building whatever gets requested — without stopping to ask whether it actually moves the needle. The better question: what are the two or three things you can hang your hat on at the end of the year? That shift—from reactive task-taker to strategic owner—is what separates good enablement from great enablement. Watch the full episode → link in bio #RevenueEnablement #SalesEnablement #GTMStrategy #EnablementLeadership #SalesLeadership #UberForBusiness #GrowAndTell

Corine Varga, Global Head of Revenue Enablement at Uber for Business joins the show this week. Corine built her career from quota-carrying AE to leading global enablement for a 700-person GTM team across 60+ countries — in just four years. You'll hear how she structures central vs. regional enablement at scale, why she owns President's Club, and what it actually takes to make the leap from IC to global leadership at a company like Uber for Business. Watch the full episode → link in bio #RevenueEnablement #SalesEnablement #GTM #SalesLeadership #Enablement #UberForBusiness #GrowAndTell

Founder-led content only works if the founder actually leads the content. You can't just hand off the task to a marketer or ghostwriter and hope for the best—you actually have to make your ideas available (in whatever format works best for you). A podcast works for us at Dock because it captures genuine thinking in the moment. From there, our content writers itself. Watch the full episode → link in bio #FounderLedContent #ContentMarketing #B2BMarketing #StartupMarketing #ContentStrategy #GrowAndTell

Competing in SEO against big competitors? Lean into your strengths as a smaller player. For Dock, targeting emerging industry terms before the big players notice has been one of the most underrated SEO plays. While HubSpot and other SaaS giants dominate established keywords, they're slow to move on new terminology bubbling up at the cutting edge of your market. Terms like "asynchronous sales" had hidden search volume—and real conversion intent—before anyone with domain authority was paying attention. Staying close to customers can be an SEO advantage. Watch the full episode → link in bio #ContentMarketing #SEO #StartupMarketing #B2BMarketing #ContentStrategy #GrowAndTell #SearchMarketing

AI version 1.0 was "anyone can write blog posts now." Version 2.0 is something far more powerful. Lean marketing teams are building custom AI systems—competitor databases that auto-scrape feature intel, podcast content engines sourced from first-party material, and design systems that generate on-brand motion graphics on demand. The teams who figure this out won't just move faster. They'll punch well above their weight. Watch the full episode → link in bio #ContentMarketing #AIMarketing #MarketingStrategy #StartupMarketing #ContentStrategy #AITools #MarketingOps

Before investing in a new content asset, ask yourself: can this asset pull double or triple duty? This podcast isn't just a podcast — it's a content engine. Video clips feed LinkedIn, YouTube, and Instagram. Interviews become deeply informed articles. Guides serve mid-funnel prospects *and* get handed off by customer success. The real unlock isn't repurposing the content itself — it's repurposing the ideas behind it. Watch the full episode → link in bio #ContentMarketing #StartupMarketing #ContentStrategy #PodcastMarketing #MarketingEfficiency #B2BMarketing #GrowAndTell

3 places to start when marketing your startup: 1. Post on LinkedIn every day. 2. Build a website that looks bigger than your brand. 3. Talk about your product constantly—nothing is too small to share. These are the three starting points for founder-led marketing that actually move the needle early on. Product momentum is visible. Launching repeatedly and narrating your progress builds trust with buyers before they ever talk to sales. Watch the full episode → link in bio #StartupMarketing #ContentMarketing #FounderLedMarketing #B2BMarketing #LinkedInMarketing #ProductMarketing #GrowAndTell

Backlinks + quality content is the SEO one-two punch that actually moves the needle. High domain rating doesn't happen by accident—it's the result of content worth linking to in the first place. Mid-to-bottom funnel content and templates outperformed broad informational plays. And skipping the high-volume, top-of-funnel stuff? That turned out to be the right call—AI wiped out most of that traffic anyway. Watch the full episode → link in bio #SEO #ContentMarketing #B2BMarketing #StartupMarketing #SEOStrategy #ContentStrategy #DemandGeneration

Insert yourself into your founder's world instead of waiting for them to show up. Most founders are already talking constantly — all-hands, product sessions, team training. The content is there. Your job is to find it. Use call recorders and AI to extract insights from conversations they're already having. Then find the format they actually enjoy. Some founders write. Some talk. Match the medium to the person, and you can turn one 40-minute riff into six months of content. Watch the full episode → link in bio #FounderLedMarketing #ContentMarketing #B2BMarketing #ContentStrategy #StartupMarketing #MarketingLeadership #GrowAndTell

How do you build a B2B content engine that actually compounds over time? Alex Kracov and Eric Doty have spent five years figuring out what works at Dock—and what doesn't. In this episode, they pull back the curtain on the real lessons behind building a B2B content marketing strategy from scratch. You'll hear how they approached channel selection, why founder brand matters more than most teams realize, and how they're rethinking content marketing in the age of AI. Watch the full episode → link in bio #ContentMarketing #StartupMarketing #FounderBrand #B2BMarketing #GrowAndTell #MarketingStrategy #ContentStrategy

Your smallest customers will cost you the most. The $60/month customer floods your billing inbox. Your biggest customers pay significant amounts without a word. That's the hidden tax of underpricing—you don't just leave revenue on the table, you attract the highest-maintenance segment. Raise prices, sell forward, and let existing customers keep their rate. The enterprise will barely notice. The churn risk isn't where you think it is. Watch the full episode → link in bio #SalesStrategy #Pricing #ACV #StartupGrowth #RevenueGrowth #B2BSales #GrowAndTell

Selling AI is no different than selling traditional software. According to Joey Wright, Head of Sales at Dock, when buyers come in asking about AI features and chasing an AI OKR, the worst thing you can do is play along with the buzzword game. The better move is to strip it back: what's actually slowing them down? Where's the friction? He argues it's almost a return to challenger sale fundamentals—diagnosing whether the buyer actually needs what they think they need, rather than spending 30 minutes echoing terms they heard on a podcast. Watch the full episode → link in bio #SalesLeadership #B2BSales #AIinSales #ChallengerSale #SalesEnablement #RevenueLeaders #SalesStrategy

Not all pipeline is good pipeline. According to Joey Wright, Head of Sales at Dock, one of the hardest transitions in a scaling sales org is learning to say no to deals that don't fit your ICP. Early on, small inbound accounts feel worth chasing—you need the number. But as you mature, working low-ACV, out-of-ICP deals just keeps reps busy without moving the business forward. The fix: put controls in place (like self-serve for smaller accounts) and have honest internal conversations about whether your pipeline actually reflects where you're trying to go. Watch the full episode → link in bio #SalesStrategy #PipelineManagement #ICP #SalesLeadership #RevenueGrowth #B2BSales #SalesEnablement

Calling your software "cheaper" is a losing strategy. According to Joey Wright, Head of Sales at Dock, the shift from positioning as a budget-friendly alternative to owning the "best solution on the market" narrative is what separates teams that win from teams that discount their way through deals. That confidence has to show up on the call—in how you challenge prospects, how you present, and how you carry yourself against the incumbent players. But the product has to back it up. You can't fake conviction when the demo is coming. Watch the full episode → link in bio #SalesEnablement #RevenueEnablement #B2BSales #SalesLeadership #CompetitiveSelling #SalesStrategy #Dock